Enterprise Channel Account Executive – DACH

This is a fully remote position, open to applicants in Germany, +2 more countries.

📋 Description

• Lead the enterprise partner-driven sales process from collaborative business planning and co-prospecting to negotiation and closure.

• Identify, recruit, onboard, and empower strategic channel partners throughout the DACH region.

• Create and implement joint territory and account strategies with key partners.

• Build and oversee a pipeline concentrated on partner-sourced and partner-influenced opportunities.

• Provide precise weekly sales forecasts and reports on partner pipelines.

• Equip partners to conduct product demonstrations and co-present solutions to significant IT and C-level stakeholders.

• Collaborate with Channel Marketing, Solutions Engineers, BDRs, and Customer Success teams.

• Negotiate pricing and contracts while balancing partner margins, customer value, and company objectives.

• Ensure accurate CRM data, joint sales forecasts, and logs of partner activities are maintained.

• Observe DACH market trends, customer requirements, and the competitive landscape in the region.

⛳️ Requirements

• Over 5 years of experience in Enterprise SaaS sales.

• Demonstrated focus on Channel/Partner sales and successfully closing complex deals with IT decision-makers.

• Established relationships with major Systems Integrators, local IT service providers, and VARs in the DACH region.

• Proven history of managing complex, multi-stakeholder sales cycles through indirect channels, consistently meeting or surpassing quotas.

• Native-level proficiency in German and fluent in English is mandatory.

• Excellent communication and negotiation skills.

• Comfortable delivering presentations to C-level and technical audiences alongside partner representatives.

• Self-motivated, collaborative, and resilient individual.

• Ability to thrive in a remote, distributed work environment.

• Strategic, data-driven, consultative sales methodology.

• Comprehensive understanding of channel dynamics and partner economics.

• Proficient in Salesforce, Partner Relationship Management (PRM) platforms, SalesLoft, ZoomInfo, Gong, Highspot, and Google Workspace.

🏝️ Benefits

• Organized sales training and opportunities for professional growth.

• A supportive, high-performing team with well-defined objectives and leadership.

• Chance to significantly influence AI-driven service management for enterprises across Europe.

• Stable, high-growth SaaS organization with the agility of a startup.